Virtual Selling is Here to Stay

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The discomfort with using webcams isn’t something just to be casually dismissed. Anything that makes a sales professional uncomfortable can be a potential impediment to a sale. Uncomfortable salespeople just simply aren’t that effective.

But remember when you were first starting out? Few sales professionals are “naturals” who take to talking to complete strangers, cold-calling, or any of the other “risky” interpersonal communication required of good sales professionals. The vast majority have to grow into those skills.

They learn to grow comfortable talking to customers in person and on the phone. It takes time and practice, and good salespeople (and their managers) invest in that to become successful.

The webcam isn’t any different, and for sales professionals who want to be successful in today’s virtual market, it’s a must-have skill to develop. The sooner you progress past the discomfort, the sooner you’ll reap the benefits of more effective communication.

One way to start is to use webcams internally. Conduct sales meetings or trainings using webcams. The first few times it will feel uncomfortable and weird, but eventually that will dissipate and it will become normal.

Once you reach a comfort level, you can then offer afghanistan telegram data to use it with your customers. About two years ago, I began setting each appointment by asking, “do you want to talk by phone or webcam?”

While it was a rarity two years ago, over a third of my sales calls now are by webcam. Remember, many of your customers are already using these tools and you need to appear at least as technology-literate as they are or you’ll lose credibility.

Technology changes, but really only the modality of how we connect with and communicate to our customers. You owe it to them and yourself to get comfortable with webcam technology to provide the best sales experience possible.Buyers today expect salespeople to have done their research. They don’t have time to respond to generic “pitch” messages, or engage with someone who only wants to sell his stuff.

And it’s easier than ever to, with a few mouse clicks, gather insightful, useful information about prospects that we use to personalize and customize our value-filled outreach messaging.

One of the best—and most underutilized—sources of sales intelligence is speaking with other people within our prospect’s organization. This is called social engineering.